CST Salesforce & CRM Adoption 2

Question 1

A sales trainer notices reps log calls inconsistently in Salesforce. What is the BEST first intervention?

Accepted Answer

Standardize a call logging template and make it the default activity layout

Answer

Standardizing the template reduces friction and establishes a consistent habit without punitive measures.

Question 2

Which Salesforce feature allows sales trainers to track whether reps are completing assigned e-learning modules?

Accepted Answer

Trailhead and myTrailhead reporting

Answer

myTrailhead provides completion and progress reporting for custom learning modules assigned to reps.

Question 3

A rep argues that CRM data entry takes time away from selling. Which response best addresses this objection?

Accepted Answer

Explain that CRM data enables coaching insights that directly improve win rates

Answer

Connecting CRM effort to personal win-rate improvement reframes the value proposition for the rep.

Question 4

In Salesforce, what does 'data hygiene' most directly refer to in a sales training context?

Accepted Answer

Ensuring records are accurate, complete, and up to date

Answer

Data hygiene ensures the information in CRM is reliable enough to inform coaching and forecasting decisions.

Question 5

A trainer wants to identify which reps have the most stalled opportunities. Which Salesforce tool is most appropriate?

Accepted Answer

Opportunity Age or 'Days in Stage' report

Answer

A 'Days in Stage' report reveals opportunities that have not progressed, flagging reps who need coaching.

(CST) Certified Sales Trainer Practice Test